Jonathan Farrington in conversation with Michelle Vazzana PhD, CEO and Partner, Vantage Point Performance
Amongst the questions I put to Michelle was what differentiates her new book, Crushing Quota? Michelle responded: “Firstly, it is the result of two multiyear research projects into the coaching practices of high performing sales managers. It’s based on science, not anecdote. We went into the research with an open mind and were quite surprised by some of our findings.”
“Secondly, Crushing Quota makes sales coaching tangible and executable. Many other sales coaching books either focus very narrowly on conducting better coaching conversations or are so broad that they attempt to cover all tasks within the sales managers purview. Crushing Quota does an incredibly deep dive into the critical decisions a sales manager must make to coach their salespeople to quota attainment.”